Many campgrounds and glamping properties change hands without ever being listed. The buyer who reached out first, followed up, and earned the owner's trust gets the deal. This guide gives you a repeatable system: where to find owners, exactly what to say, what to ask, and how to vet the property.
Step by step: the off-market system
Define your buy box
Write down the states or regions, property types (tent campground, RV and tent mix, glamping, mixed-use), size range, price range, and whether you need creative terms. A clear buy box keeps your list focused.
Build a property list
Search map apps and camping directories for campgrounds, RV parks, and glamping sites in your target area. Put every property in a spreadsheet: name, address, website, phone, number of sites, and notes on condition from photos and reviews.
Find the real owner
Look up each parcel on the county assessor or property records site. Note the owner name, mailing address, purchase date, and assessed value. If the owner is an LLC, your state's business entity search usually lists a registered agent or manager.
Prioritize likely sellers
Flag signs of motivation: long ownership, out-of-area owners, dated websites or listings, poor recent reviews about upkeep, properties for sale in the past that didn't sell, or delinquent property taxes on the county site.
Reach out on multiple channels
Send a personal letter, then call, then follow up. Visiting in person as a guest is often the best way to meet an owner. Use the scripts below.
Qualify the conversation
Use the seller questions below to learn their timeline, motivation, numbers, and openness to terms.
Request documents
Once there's interest, ask for the items on the document request list.
Make an offer
Send a short letter of intent with price, terms, due diligence period, and closing timeline, then a full purchase agreement drafted or reviewed by an attorney.
Run due diligence
Work through the campground and glamping checklist below before your contingency period ends.
Close and transition
Close through a title or closing company. Plan the handover of reservations, deposits, booking platforms, staff, and seasonal opening tasks.
Follow up with everyone else
Most owners won't be ready the first time. Track every contact and follow up every few months. Many deals come from the third or fourth contact.
Sourcing methods that work
Map and directory sweeps
Methodically search a region on map apps and camping directories, and log every property.
County records
Owner names, mailing addresses, purchase dates, and tax status from the assessor and treasurer sites.
Direct mail
Short, personal letters to owners, mailed in batches and repeated over time.
Calls and visits
Call the office line or stay as a guest and ask to meet the owner.
Industry networks
State campground and RV park associations, their events, and their vendor lists.
Local referrals
Septic contractors, surveyors, insurance agents, and attorneys often know who is thinking about selling.
Outreach scripts and templates
Hi [Owner name],
My name is [Your name]. I buy and operate campgrounds and outdoor hospitality properties, and I came across [Property name] in [Town]. I'm not a broker, and I'm not asking you to list anything.
If you have ever thought about selling, now or in the next few years, I'd like to have a short, no-pressure conversation. I'm flexible on timing and open to different structures, including terms where you could receive payments over time.
You can reach me at [phone] or [email].
Thank you, [Your name]
"Hi, is this [Owner name]? My name is [Your name]. I buy campgrounds directly from owners, and I wanted to ask a simple question: would you ever consider selling [Property name]?"
If no: "Totally understand. Would it be alright if I checked back in six months or so?"
If maybe: "What would need to happen for selling to make sense for you?"
"Hi [Owner name], it's [Your name]. We spoke in [month] about [Property name]. Just checking in to see whether anything has changed. No pressure at all. Happy to talk whenever it's helpful."
What to ask sellers
- How long have you owned it, and what has changed recently?
- What would you do next if you sold?
- What timeline would work for you?
- Is there a mortgage on the property? Roughly what's owed?
- Would you consider carrying part of the price as a note?
- How many sites, cabins, and glamping units are there, and which are open year-round?
- What months are busiest and slowest?
- What would a new owner need to fix or replace first?
- How is water, sewer or septic, and electricity provided?
- Are there any permits, zoning issues, or complaints I should know about?
Document request list
- 2 to 3 years of profit and loss statements and tax returns for the business
- Monthly revenue and occupancy or booking reports
- Reservation system exports, deposits held, and future bookings
- Site map with site types, hookups, and unit locations
- Rent roll for any monthly or seasonal sites
- Utility bills for 12 months
- Well, septic, and water testing records and permits
- Operating permits, health department licenses, and zoning letters
- Equipment list and what is included in the sale
- Insurance policy and claims history
Campground and glamping due diligence checklist
- Zoning and permits: confirm current use is allowed, and what adding glamping units, cabins, or tiny homes would require.
- Length-of-stay rules: some areas limit long-term stays.
- Water: well yield, testing, and public water system requirements if they apply.
- Septic or sewer: capacity, permits, inspection, and pumping records.
- Electrical: service capacity and condition of pedestals and wiring.
- Occupancy: by month and by unit type, verified against bank deposits.
- Structures: building permits for cabins, bathhouses, decks, and glamping platforms.
- Risk: flood zone, wildfire exposure, and insurance availability.
- Access: road condition, easements, boundary survey.
- Reputation: online reviews and booking platform ratings.
Organizing your pipeline
Off-market buying is a numbers-and-follow-up business. A simple spreadsheet or CRM keeps it manageable. Track these columns for every property:
- Property name, address, and county parcel number
- Owner name, mailing address, phone, and email
- Number of sites, cabins, and glamping units
- Date and method of each contact
- Status: not contacted, contacted, talking, documents requested, offer made, not interested
- Next follow-up date
- Notes on motivation and timeline
Running quick numbers
Before you spend time on a property, do a rough screen. Estimate yearly revenue from the seller's records, subtract operating expenses (staff, utilities, insurance, taxes, repairs, booking fees, marketing), and see whether the remaining net operating income could cover a loan or seller-note payment with room to spare. Then verify everything during due diligence. Don't rely on future projections for units that aren't built or permitted yet.
Glamping and mixed-use specifics
- Ask whether tents, yurts, domes, or tiny homes are classed as temporary or permanent structures locally.
- Check whether each unit has permits, and whether bathrooms are in-unit or shared.
- Find out what furnishings, linens, and equipment are included.
- Look at how units are booked and the reviews for each unit type.
- Plan for weather: platforms, heating, and seasonal closures.
Common mistakes to avoid
- One letter and done. Most owners need multiple touches over months.
- Pushy first contact. Owners often care who takes over. Lead with respect.
- Skipping the septic and well. Water and wastewater problems are among the costliest surprises in rural properties.
- Assuming expansion is allowed. Confirm zoning and permits before you count on adding units.
- Not verifying income. Compare booking reports to bank deposits.
Your closing team
Real estate attorney
Drafts or reviews the purchase agreement, notes, and security documents, and explains how your state's rules apply.
Title or closing company
Searches title, handles the money, records the deed and liens, and issues title insurance.
CPA
Advises on entity setup, taxes, and how to structure the purchase price between land, improvements, and equipment.
Inspectors
Septic and well specialists, electricians, and general inspectors who know rural and park infrastructure.
Insurance agent
Quotes property and liability coverage for parks and campgrounds before you commit.
Loan servicer
Collects payments and keeps records for any seller or existing financing.
A realistic timeline
Every deal is different, but most follow the same rhythm. Finding and building trust with a seller can take weeks to many months. Once terms are agreed, the purchase agreement and due diligence period often take several weeks, depending on how quickly the seller provides documents and how long inspections, surveys, and title work take. Build in time for surprises, and never let a deadline push you into skipping due diligence.
Glossary
- Buy box
- Your written criteria for the deals you will consider.
- Letter of intent (LOI)
- A short, usually non-binding summary of the main deal terms before the full contract.
- Off-market
- A property sold without a public listing.
- Contingency period
- Time in the contract to inspect and back out if something is wrong.
How it works with ParkSourced
- Join the buyers list. Tell us how you buy (cash, creative finance, or either) and which park types you want through the private access form.
- We source off-market. We reach out directly to park owners and look for sellers open to terms like the one in this guide.
- We do a first-pass review. Before a deal goes out, we gather what the seller provides, such as the rent roll, utility setup, and the proposed terms, so you can decide quickly whether it fits.
- You get first look. List members see the deal before it goes anywhere else. If it fits, we connect you with the seller.
- You and your team close. You run your own due diligence and close with your own attorney and title or closing company. ParkSourced does not give legal, tax, or financial advice.
Questions? Email parksourced@gmail.com.
Frequently asked questions
Are off-market deals always cheaper?
Not always. Off-market means less competition and more room to negotiate, but you still need to run your own numbers.
How many owners should I contact?
There's no magic number. Consistent, repeated outreach to a well-built list matters more than any single campaign.
Should I mention creative terms in my first contact?
Briefly saying you're open to flexible structures can start the conversation. Save the details for when the owner is interested.
Can I add glamping units to an existing campground?
Often, but it depends on zoning, health department rules, and building codes. Check with the county before you buy.
Do I need experience to buy a campground?
It helps. Many buyers hire a manager or partner with an operator. Understand the daily work before you buy.
Get off-market park deals first
Join the ParkSourced private buyers list for RV, mobile home, tiny home, campground, and mixed-use parks.
Join the buyers list